TY  - BOOK
AU  - Weinberg,Mike
AU  - Iannarino,S.Anthony
TI  - New sales: simplified : the essential handbook for prospecting and new business development 
SN  - 9780814431771
U1  - 658.85 22
PY  - 2013///
CY  - New York
PB  - American Management Association
KW  - Selling
KW  - BUEsh
KW  - Business planning
KW  - New business enterprises
KW  - BUSADM
KW  - March2018
KW  - Reading book
N1  - Includes index; Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index
ER  -